30 Minutes to President's Club | No-Nonsense Sales #285 - Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik)
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Apr 16, 2024 Guest Jacob Karp from Rubrik shares tips on breaking into tough accounts by attending conferences, avoiding name-dropping, and creative outreach methods. Discussion on leveraging comp plans for deal negotiation, maximizing earnings, and strategic sales territory carving. Emphasis on tailored messaging, reaching CISOs, client outreach, and negotiation strategies in sales.
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Use Your Comp Plan Strategically
- Read your comp plan thoroughly to understand company incentives and prioritize your efforts accordingly.
- Focus on products with higher commissions and favorable deal structures to maximize earnings.
Prioritize Territories by Scoring Accounts
- Prioritize your sales territory by scoring accounts based on multiple data points like ICP, past opportunities, and potential deal size.
- Focus on the top 20-33% of accounts for deep engagement to maximize time efficiency.
Sensitive Selling to CISOs
- Sell to CISOs with sensitivity, respecting their need for privacy and security.
- Avoid referencing non-public customers and maintain relevance to get saved for future opportunities.